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An Experimental Investigation of Virtual Negotiations with Dynamic Plots

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  • Giampiero E.G. Beroggi

    (Delft University of Technology)

Abstract

Advanced information and communications technologies provide the basis for virtual negotiations where competitors continuously alter their assignments in real-time in response to market changes. Dynamic plots, which depict the competitors' possible profits and hints for how to improve them, provide a way to support these types of negotiation settings. This research reports on an experimental assessment of dynamic plots for visual interactive negotiations. Dynamic plots are compared to an alternative dynamic method of real-time negotiation support using selected conflict situations to test five hypotheses. The results of the laboratory assessment provide evidence for the hypotheses that dynamic plots stimulate negotiations, provide effective support to reach efficient, system optimal, and equitable solutions, and are well received as negotiation tools in real-time settings.

Suggested Citation

  • Giampiero E.G. Beroggi, 2000. "An Experimental Investigation of Virtual Negotiations with Dynamic Plots," Group Decision and Negotiation, Springer, vol. 9(5), pages 415-429, September.
    • Handle: RePEc:spr:grdene:v:9:y:2000:i:5:d:10.1023_a:1008764419264
    DOI: 10.1023/A:1008764419264
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    References listed on IDEAS

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    1. Arvind Rangaswamy & G. Richard Shell, 1997. "Using Computers to Realize Joint Gains in Negotiations: Toward an "Electronic Bargaining Table"," Management Science, INFORMS, vol. 43(8), pages 1147-1163, August.
    2. Giampiero E.G. Beroggi, 2000. "Dynamic Plots in Virtual Negotiations," Computational and Mathematical Organization Theory, Springer, vol. 6(2), pages 171-190, July.
    3. Jeryl L. Mumpower, 1991. "The Judgment Policies of Negotiators and the Structure of Negotiation Problems," Management Science, INFORMS, vol. 37(10), pages 1304-1324, October.
    4. Giampiero E.G. Beroggi & Pitu B. Mirchandani, 2000. "Negotiation and Equilibria in User Competition for Resources: A Dynamic Plot Approach," Computational and Mathematical Organization Theory, Springer, vol. 6(1), pages 61-82, May.
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    Cited by:

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